Marketing and Sales

Customer and buying behaviour has changed significantly in times when competition is becoming increasingly intense. Several factors are now critical to a large extent for successful product sales:

For a sustained improvement in sales performance, HANSE Consulting has developed a three-stage approach model from its 10 years of project experience.


In the first stage, an analysis is conducted on the origin and development of earnings; this analysis is the major prerequisite for defining all other sales measures. It creates transparency on the origin and development of earnings with regard to the company’s customers, products, markets, sales channels and production units/branch operations.

As a result, it is possible to identify earnings developments and trends and to instigate selected measures for increasing the level of earnings for each operation and product sector.


Immediate measures:

The second phase includes strategy and sales planning with a market coverage focused on the most profitable segments.
The key in this process is to identify the most profitable target sectors, systematically showing the target customers for each target sector.
The current attractiveness of one’s own company is analyzed for the target sectors by defining the company’s position in the target markets and corresponding “investment activities” which result in an improvement of the own position.
The concept of a systematic acquisition is now customer-specific with the help of the “Success Platform” acquisition tool for controlling all individual activities and taking the relevant marketing and communication aspects into account.

The implementation of activities and specific measures are in the foreground of activities in the third phase. It is focused on binding long-term and profitable customers – and to acquire new customers. Our SMART implementation management is available for this purpose on company level. On customer and market level there is the “Success Platform” and “CRM Tool” which supports and documents acquisition progress on a sustained and timely basis together with the accompanying communication measures.